About the role
As an Account Executive - Research at Liminal, you will play a key role in guiding qualified prospects into becoming long-term research clients. Working closely with a Business Development Representative (BDR), you will manage the sales process from initial contact through to closing while also engaging in essential pre-sales tasks such as client briefings, needs assessments, and tailored demonstrations of our research capabilities. This role demands a proactive, client-focused approach and a deep understanding of how Liminal’s research insights can address complex challenges in digital identity, cybersecurity, and financial compliance.
What you'll do
Client Engagement and Sales Management
- Sales Targets: Achieve sales targets for our research business by identifying, qualifying, and closing new clients, ensuring growth within the designated territory or vertical.
- Sales Cycle Ownership: Own and guide the full sales cycle, from initial contact through to signed contract, ensuring a client-centered approach and delivering consistent follow-through at each stage.
- Client Briefings & Discovery Calls: Conduct detailed client briefings and discovery calls to understand the unique needs of each client, ensuring a tailored approach to sales presentations and proposals.
- Presentations and Demos: Lead impactful product demonstrations and presentations that showcase the value of Liminal’s research offerings, effectively addressing client needs and pain points.
- Account Strategy: Collaborate with the BDR to identify new business opportunities, engage with target accounts, and build strategic sales plans that align with both client goals and Liminal’s offerings.
CRM and Reporting
- Sales Data Maintenance: Maintain accurate and up-to-date records in our CRM (HubSpot), capturing all client interactions, including discovery calls, demos, and sales progress throughout the pipeline.
- Forecasting and Pipeline Management: Regularly forecast personal sales activity, track progress toward revenue goals, and provide updates and insights on the sales pipeline during team meetings.
Cross-functional Collaboration
- Market Insights and Client Needs: Share client feedback and industry insights with internal teams, helping shape our research offerings.
- Team Collaboration: Work closely with the BDR, marketing, and research teams to align on strategy and identify growth opportunities.
Qualifications
- Education: Bachelor’s degree in Business, Marketing, Communications, or related field, or equivalent experience.
- Sales Experience: 3+ years in a sales or account executive role, with a proven record of meeting/exceeding a $500K+ quota, preferably in research or advisory services.
- Industry Knowledge: Familiarity with digital identity, cybersecurity, or fintech is highly preferred.
- Communication Skills: Excellent written and verbal communication and presentation skills.
- CRM Proficiency: Strong proficiency with CRM tools like HubSpot.
- Adaptability: Ability to thrive in a fast-paced environment and adapt to changing client needs and market demands.